{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.win_rate",
    "slug": "win_rate",
    "domain": "sales",
    "defaultLabel": "Win Rate",
    "description": "Percentage of closed opportunities that resulted in closed-won (vs closed-lost) during the period. The single best read on bottom-of-funnel execution and the most direct input to pipeline-coverage math (required coverage = 1 / win rate). Common pitfall: computing win rate without disqualifying \"no decision\" outcomes inflates losses and depresses the rate artificially; the SaaS norm is to either bucket no-decisions separately or track a two-rate view (raw win rate vs ICP-fit win rate excluding no-decisions). Stage-segment cuts (SMB vs Enterprise) usually differ 2×–4× and should be reported separately when volume permits.",
    "fieldType": "percentage",
    "unit": "%",
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "core",
      "seriesB": "core",
      "seriesC": "core",
      "public": "core"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Win Rate = (Closed-Won Count / (Closed-Won Count + Closed-Lost Count)) × 100. Excludes \"no decision\" / paused opportunities (track separately). Compute on count basis for execution analysis; compute on value basis (Won Value / (Won Value + Lost Value)) for dollar-weighted view.",
    "whyItMatters": "Reciprocal of required pipeline coverage — a 25% win rate requires 4× pipeline coverage to hit quota. Drives capacity planning, quota setting, and the pipeline-coverage commit conversation.",
    "interpretationGuidance": "Typical SaaS win rates (industry folk-wisdom, not citation-grade): inbound-heavy SMB motions 25–40%, mid-market 15–25%, enterprise / outbound-heavy 10–20%. Sharp drops (≥ 10pp over 2 quarters) at constant motion mix is the canonical \"competitive entry\" or \"ICP drift\" signal — investigate loss-reason distribution before changing tactics.",
    "relatedKpiIds": [
      "sales.closed_won_count",
      "sales.closed_lost_count",
      "sales.closed_won_value",
      "sales.closed_lost_value",
      "sales.pipeline_value",
      "sales.pipeline_stage_metrics",
      "sales.competitive_alerts"
    ],
    "metricBasis": {
      "timeBasis": "period_flow",
      "production": "computed"
    }
  }
}